Masters Of Sales Europe Business Presentation

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Master of Sales Management & Sales Training Workshops. Tailor Made on-site trainings in English, Dutch, French and German,
Best Practice oriented approach. Every workshop closes with 2 important Management Tools:
- PSB Personal Sales Book
- Action Plans

Please ask for information: oliver.vonborstel@mastersofsales.eu

Cheers,
Oliver von Borstel
Salesman & CEO

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Masters Of Sales Europe Business Presentation

  1. 1. Business Presentation for BUSINESS PRESENTATION: ©Copy rights and property by M.O.S.E.
  2. 2. Business Presentation for IMPORTANT TO KNOW: YOUR SALES ORGANIZATION Busy in: - Benelux? Europe? USA? Worldwide?? - Subsidiaries? ©Copy rights and property by M.O.S.E. - Distirbutors? 
  3. 3. Business Presentation for OUR MISSION  ENTREPRENEURSHIP Sales Sales Business Board Management Organization Growth Areas Targets New Business Sales Director CEO After Sales Service etc. Turnover, Market Share, Indoor Sales Personnel Margin, Profit , EBIT CFO Outdoor Salesmen Improve Margin COO Potentials Generate Extra CIO Funnel Turnover Special Care etc. Coaching Key Account Management Business Process ©Copy rights and property by M.O.S.E. 
  4. 4. Business Presentation for PROFESSIONAL & SKILLED SALES ORGANIZATION Skills, Attitude & Behavior: Basic Skills Turnover, Market share, Margin, Profit , EBIT Your Training Needs? Selling of Total Solutions and Added Values Sales Process Management Skills ©Copy rights and property by M.O.S.E. 
  5. 5. Business Presentation for PROFESSIONAL & SKILLED SALES ORGANIZATION Generation of new business/clients (Cold Calling)  Price psychology Skills, Attitude & Behavior: Basic Skills  Skills for Junior Sales Turnover, Market share, Margin, Profit , EBIT  Visit planning Your Training Needs? Selling of Total Solutions  Sales Pitch and Added Values  Etiquette Sales Process Management Skills ©Copy rights and property by M.O.S.E. 
  6. 6. Business Presentation for PROFESSIONAL & SKILLED SALES ORGANIZATION  Total Solutions  Advantage & Added Skills, Attitude & Behavior: Basic Skills Value Arguments  Professional Turnover, Market share, Margin, Profit , EBIT Quotes/Follow up Your Training Needs? Selling of Total Solutions  Presentation of and Added Values solutions/benefits  Price negotiations  Professional Sales Process objection handling  Professional closing the deal Management Skills ©Copy rights and property by M.O.S.E. 
  7. 7. Business Presentation for PROFESSIONAL & SKILLED SALES ORGANIZATION Skills, Attitude & Behavior:  Basic Skills  Potential Utilization: Turnover, Market share, Margin, Profit , EBIT Existing Clients Your Training Needs? Selling of Total Solutions Key Prospects and Added Values  Sales Funnel  Pipeline  After Sales Service Sales Process  Key Account Management  Special Care Manag. Management Skills  PSB Personal Sales ©Copy rights and property by M.O.S.E. Book
  8. 8. Business Presentation for PROFESSIONAL & SKILLED SALES ORGANIZATION Skills, Attitude & Behavior:  Basic Skills Turnover, Market share, Margin, Profit , EBIT Your Training Needs? Selling of Total Solutions and Added Values Sales Process  CEO Coaching CPCP Leadership/Commun.  Sales Management Management Skills  Business Strategy  MSTool  MOSE ©Copy rights and property by M.O.S.E. Salesmanager Tool
  9. 9. Business Presentation for PRODUCTS & SERVICES  BPA© BPA© QUICK SCAN CPCP Mgt. COACHING COACHING PSSP PSB COMPETENCIES & TOOLS Personal Sales Book STRATEGIC KAM SELF DEVELOPMENT JUNIOR SALES SCRIPT TELESALES  Segmentation: TIME MANAGEMENT MSTool  SALES ABC, S, Stars MANAGER TOOL NEW BUSINESS Potential CHANGE MANAGEMENT Existing clients VALUE BASED Key Prospects SALES SELLING  DMU STRATEGY MANAGEMENT  Strategies PROJECT PRESENTATION Farmer Profile MARKETING NEGOTIATIONS TECHNIQUE Hunter Profile MANAGEMENT SPECIAL CARE  Key Account MANAGEMENT AFTER SALES Strategic SUPPLY CHAIN s SERVICE Planning MANAGEMENT TEAMBUILDING &  KAM Meetings MOTIVATION TELESALES INSPIRATION  TRAINING  SKILLS  ATTITUDE & BEHAV.  ROI ©Copy rights and property by M.O.S.E. 
  10. 10. Business Presentation for REFERENCES IN EUROPE • = Direct customers ©Copy rights and property by M.O.S.E. • = Nationalities trained 
  11. 11. Business Presentation for REFERENCES IN EUROPE. ©Copy rights and property by M.O.S.E. 
  12. 12. Business Presentation for MOSE  YOUR ADVANTAGES & BENEFITS  Top professional Management & Sales Training Workshops  Bespoke approach, on-site trainings  Best Practice oriented, tailor made for your business and your specific business goals  Our consultants have more than 20 years experience in:  International business, Sales Directors positions  Positions as CEO  High ROI after training: Protection of your investment!  Every workshop results in ACTION PLANS and a MOSE PSB  Personal Sales Book ©Copy rights and property by M.O.S.E. 
  13. 13. Business Presentation for AS FOLLOWS: SOME MAJOR SLIDES USED IN DIFFERENT WORKSHOP ©Copy rights and property by M.O.S.E. 
  14. 14. Business Presentation for SALES FUNNEL (CUSTOMIZED PER CLIENT!) Pipeline The chance to close an order or a project: 0% 33% 50% 66% 80% 90% Lead Proposal Sample Contract …where does the road lead to…? Prospect Meeting Quotation Meeting Delivery/ Negoti- Present. ation Criteria: Qualified With DMU We know With DMU Solution & We know Leads & and/or why we added value where we Prospects decision quote arguments stand: maker close! Pipeline YTD: Marc 334 89 55 18 9 4 Paul 182 45 21 16 11 2 John 256 Peter 221 73 51 ©Copy rights and property by M.O.S.E. 35 39 24 21 5 13 4 7 
  15. 15. Business Presentation for TOP PERFORMANCE  TCM CONCEPT (TOOLS/COACHING/MOTIVATION) CRM Targets PSB (Personal Sales Book) Support Qualified Leads Education Customer Motivating Base Sales Manager Bonus MOTIVATION Colleagues Provision Car Profit share Notebook Image ©Copy rights and property by M.O.S.E. Mobile phone etc.  1 / 10
  16. 16. Business Presentation for SALES MANAGEMENT: 3 PILLAR COACHING KPI Hit 1. Q. 2. Q. 3. Q. 4. Q. YTD KPI Hit Rate KPI Rate Hit Rate KPI Hit Rate Turnover 3.500 810 790 1250 2.850 Visits existing Turnover 3.500.000 Motivation 90% Customers 6 p. week 41% Margin 38,2% 40,5 37% 39,1% Product Visits new > 15 35 Market 125 175K Margin 38,2% X 250K Customers 4 p. week Knowledge 100% EBIT 10% 10,4 10,2% New Customer/DMU Quote’s 5 p. week % Product X > 250K Knowledge 70% Market 27% 25% Contract- 3 per Abilities & Sales Rep.: EBIT 10% Share Meetings month Sales Skills 85% Joe Miller Market Cold Calls Ratio Quote’s Share district 27% per week 25 to order 60% District: NW  Business Plan 2010 - 2012 ©Copy rights and property by M.O.S.E. 2 / 10
  17. 17. Business Presentation for INDIVIDUAL BEHAVIOR  FINANCIAL RESULT Individual Company Company Human Financial attitude & perfor- targets context result behavior mance ROI: AMBITIOUS EMPLOYEES ACT AS ENTREPRENEUR’S ©Copy rights and property by M.O.S.E.  9 / 10
  18. 18. Business Presentation for SALES PROCESS: GENERATE NEW CUSTOMERS Qualification: Leads & Key Prospects DMU: Agenda’s frequently Name Decision Maker filled, week by week, Targeted growth Phone number with first visits In turnover by structured Cold Calling Structured Planning USP Salesmen: To call Referral every day! Added Value Script Cold Calling ©Copy rights and property by M.O.S.E.  1/3
  19. 19. Business Presentation for INITIALIZE NEW BUSINESS  STRUCT. COLD CALLING KPI’s Hit Rates Activity Quality Sales Process 6 per day = 1070 CC per year (Professional & quality script!) 214 talks with DM = 20% 43 first Meetings 34 Proposal Meetings = 80% 20 orders = 60% (Average 7.500) New Clients! 150.000 ©Copy rights and property by M.O.S.E. Result!  2/3
  20. 20. Business Presentation for FFBE ARGUMENTATION  ACCEPTATION OF THE SOLUTION Key Account manager’s Professional Sales Pitch Earnings Evidence and references about profit 39% Profit and earnings of the total solution convince Buy based on the profit they the client to buy. It gives him confidence! get out of the total solution! By only arguing added value, we leave it up to 34% Benefits Progress client to calculate his profit & earnings he will Buy based on the advantages Advantages get while buying our solution. they get with the added value With only using quality arguments we 21% Functions leave it up to the client to see the advantages Buy based on functionality or Quality of the solution he will get. quality By only naming technical specifications 6% we leave it up to the client to figure out what  Buy based on technical Features the quality means for him. specifications Technical Specifications ©Copy rights and property by M.O.S.E.
  21. 21. Business Presentation for EXTRA TURNOVER GENERATION WITH CUSTOMERS Potential: Analyze existing Customers Define Scripts Special Care for Indoor Sales: Management Customers are Cust. Orientation Hyp. Link lost because of lack of Professional attention! Management of Telesales Complaints/Inqui. After Sales Service ©Copy rights and property by M.O.S.E.  1/3
  22. 22. Business Presentation for PROFESSIONAL KEY ACCOUNT MANAGEMENT Segmentation: ABC Classification Potential Value Based Selling- Strategic SWOT Analysis Meetings at Key Accounts Key Accounts & Targeted approach of Key Accounts = Account Planning: Define Strategy: Realization TO & Growth! Hunter Profile Visit Planning Farmer Profile Definition Targets Planning & Special Care Mgt. ©Copy rights and property by M.O.S.E.  1/7
  23. 23. Business Presentation for PARETO PRINCIPLE  20/80 RULE Number of customers Turnover 20% A A B 80% C B C S = Stars, Special ©Copy rights and property by M.O.S.E.  2/7
  24. 24. Business Presentation for DMU ANALYSIS: 3RD DIMENSION  RELATION NETWORK ©Copy rights and property by M.O.S.E.  7/7
  25. 25. Business Presentation for MOSE  OUR METHOD AND METHODOLOGY For instance: Workshop Value Based Selling, 2 days Preparation Workshop day 1 (part 1) Workshop day 2 (part 2) Individual Interviews Theory followed by  Theory followed by  Best Practice Group assignments (3 tot 5) Group assignments(3 tot 5) Profile Salesmen Presentation per group Presentation per group Workshop material Dialog & Exchange know-how Dialog & Exchange know-how Acceptation customer Role-play Role-play Live Coaching Live Coaching Management Tool: Personal Action Plan & PSB (Personal Sales Book) Optional: Come Back Day ROI: CHANGED ATTITUDE & BEHAVIOR, PLUS TEAMBUILDING! ©Copy rights and property by M.O.S.E.  2/7
  26. 26. Business Presentation for MARKETING MANAGEMENT Marketing Strategy Brand Management R=AQ Marketing Product Price Promot. Place (Results = Activity * Quality) Mix Market Research Marketing Instru- Market Segmentation / Potentials ments Marketing Control ©Copy rights and property by M.O.S.E. 
  27. 27. Business Presentation for BPA© QUICK SCAN: BUSINESS PROCESS ANALYSIS Analyze Business & Sales Process Definition Strategic Professional Mission, Vision, Values Business Plan business plans and processes = guaranty for Success & Growth! Personnel & Strategy Resources Organization ©Copy rights and property by M.O.S.E.  1/2
  28. 28. Business Presentation for BPA© QUICK SCAN: BUSINESS PROCESS ANALYSIS Advantages for you: Bespoke Approach: What are your goals? Analysis of Management Analysis of your company-internal Analysis of Organization organization, business Processes and potentials Analysis of Sales Process on the markets and with Personnel & Resources clients. Definition Strategy & Mission/Vision/Value Definition of the Definition Professional Business Plan strategy and business Plans. Action Plans: Bespoke Training Program ROI: FUNDAMENTAL CONCEPT & PROFESSIONAL BUSINESS PLAN ©Copy rights and property by M.O.S.E.  2/2
  29. 29. Business Presentation for THANK YOU FOR YOUR ATTENTION! ©Copy rights and property by M.O.S.E.

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